Brooke Hattie · May 22, 2024 · Case Studies
About this engagement
Our client's goal was to double revenue within two years. Their CRO could see that siloed data, manual forecasting and the lack of a unified sales process stood in the way.
They brought us in to unify their processes and their data, so the team could see what was working and grow on it.
Our partnership enabled the following results:
The Challenge
Each sales rep managed their own data, which left the team with inconsistent information and decisions that stalled. Forecasting ran on manual spreadsheets, there was no shared sales process, and nobody could see key metrics like how long the sales cycle took, conversion rates or which channels performed best.
The client needed a scalable way to track their data, meet their SLAs and run sales operations efficiently. With disparate systems and inefficient processes, doubling revenue in two years looked out of reach.
The Solution
We assessed the client's needs through interviews with key stakeholders, then recommended and implemented HubSpot for its cost-effectiveness and ease of integration. We connected it to their existing Bullhorn system, configured it to their requirements and trained their team to run it themselves.
At a high level, here is what changed:
| Before | After | |
|---|---|---|
| Each rep managing their own data | → | One HubSpot CRM, integrated with Bullhorn |
| No unified sales process | → | One simplified process, tracking the steps that matter |
| Forecasting in manual spreadsheets | → | Forecasting in HubSpot |
| No view of cycle time, conversion or channels | → | Real-time dashboards on sales activity |
| SLAs missed | → | Automated notifications and a scoring system to prioritize high-potential deals |
And now, here is how we got there.
Stakeholder interviews
We interviewed stakeholders in detail to map the current processes, challenges, gaps and opportunities. The interviews identified the integration with Bullhorn as the critical path.
One process and the metrics that matter
From the interviews and the documentation, we developed one unified process to break down the silos in the organization. We identified the metrics to track, focused on increasing revenue and running more efficiently, and simplified the sales process to the steps most relevant to tracking them.
HubSpot, integrated with Bullhorn
We implemented HubSpot CRM and custom-coded the integrations with Bullhorn so data flows between the two. Custom dashboards give real-time visibility into sales activity, a scoring system prioritizes the high-potential deals, and automated notifications keep the team inside its SLAs.
Forecasting in HubSpot
Forecasting moved from manual spreadsheets into HubSpot, which saved the sales team significant time and made the forecast more accurate.
Training
We trained the client's team so they could manage the system on their own.
The Results
The sales cycle fell from 21 days to 9, and SLA compliance improved from three days to less than one. Cutting the manual data entry and forecasting work saves our client 900 hours a year.
Real-time data tracking gives the team the visibility to make better decisions and repeat what works, on a CRM that can scale with them and keep the process intact.
Request a free consultation to see how we can help you reduce manual work and build processes that will scale with your business.